Based on data from Q1 2016 Business Growth Index. What can business executives and sales leaders expect in 2016? This InsideSales.com Research report reveals: Sales growth projections Factors influencing deal sizes and sales cycles Pipeline health across industries Download this research report now: http://www.insidesales.com/research/business-growth-index-2016

1. Three Data-Driven
Best Practices to
Accelerate Predictable
Business Growth
Based on data from
Q1 2016 Business Growth Index

2. Does the upcoming end of month or
quarter make you nervous?
Source: Business Growth Index, Q1 2016 (supplemental data)
Month-end and
quarter-end SHOULD
make you nervous!
Sales teams typically
close exponentially
more deals on the last
day of a month or
quarter – but most
get closed as “lost”

3. Will the sales org deliver their
numbers?
Source: Business Growth Index, Q1 2016 (supplemental data)
If your sales team is
saying, “we’ll bring in the
number” at the end of
the month or quarter, you
may have cause for
concern…
…On average, sales’ win
rate (deals won divided
by all deals closed) drops
below 30% at the end of
a period

4. How can we resource the rush of last-
minute deal discussions and
negotiations?
1/5
22% of all deals closed in a
typical month close on the last
two days of the month
MORE THAN
Source: Business Growth Index, Q1 2016 (supplemental data)

5. Is this really the best way to grow a
business?
• Here are three best practices to help accelerate
predictable business growth:
1. Study the data – both on-hand and from free resources like
the Business Growth Index – to sell faster, smarter, more
2. Always be closing - it’s not just a line from a movie, it’s the
real deal
3. Leverage incentives – with sales reps and customers – to
drive more predictable business results

6. Study the data to sell faster,
smarter, more
Use data to identify who to
market to and what will
pique that contact’s interest

7. Study the data to sell faster,
smarter, more
Know your sales team’s
success rate at
closing/winning deals
throughout your financial
cycle

8. Study the data to sell faster,
smarter, more
Consider predictive
solutions to identify deals
that will close and steps to
take that will improve or
accelerate the odds

9. Always be closing
Statistically sales teams
have a higher win rate
earlier in the month than at
the end

10. Always be closing
Design reasons for customers
to close earlier in the month,
don’t let stuff stack up at the
end

11. Always be closing
Focus on leadership -
changing your closing cadence
from monthly or quarterly to
daily is a leadership
opportunity

12. Leverage incentives to drive more
predictable business results
• Get creative with sales team
incentives; examples might
include:
• Double commissions one day
a month
• Crown a sales “King” or
“Queen” for the day
• Offer a one-on-one lunch with
yourself or another C-suite
executive

13. Leverage incentives to drive more
predictable business results
• Recognition can help fuel
friendly competition and
motivate more sales

14. Leverage incentives to drive more
predictable business results
• Spread out incentives
throughout a financial
period, don’t wait until the
end

15. Learn more!
Business Growth Index
Q1 2016
5m+ records analyzed
500+ leaders surveyed
Get your free copy and
additional information at
Bit.ly/BGIresearch

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